AGENT BUSINESS PLAN

AGENT BUSINESS PLAN / GOAL SETTING

Table of Contents
1

Keys To Success

My Wheel of Life

Visualize !!!

Year in Review

My New Plan Business and Personal Goals

Action Plan

Making it Easy Breaking Down the Numbers

10

Daily Schedule

11

Challenges and Solutions

11

10

Organized?! Tools to track your success

12

11

Affirm your Position

14

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AGENT BUSINESS PLAN / GOAL SETTING

Keys To Success:

Your success factor in the Real Estate industry can be broken down easily into the four (4)
four simple steps you see below. There is no particular order of importance as each one is
equally important in your quest for achieving outstanding results this year.
1

GOALS: - 95% of your success is the reason why you are doing it. Desire ignites
your subconscious mind, and your subconscious mind determines your results. The
other 5% is how to do it. If your why is big enough, the how is easy.

PLAN:
- Without a plan of attack, you have no direction, no sense of
accomplishment. To successfully drive from one waypoint to another, you need
directions, and you refer to these directions consistently to reach your destination.
To achieve success in Real Estate, you need a map to provide you that sense of
direction. And you can follow this map and track your success along the way.

SKILL:
- Having, or developing, experience is par for the course. Whether youre
a new Agent or a Veteran, improving your skill each year, looking for new ways to
become more efficient in your activities, contributes to your success. Its not always
about making more money. You are considered successful if you can find new ways
to achieve the same results, but in a shorter, more efficient timeframe. Allow yourself
to grow through learning new ideas.

ACTION: - A vital part of constructing a Business Plan, such as this one, is being
able to implement it. Simply creating a Business Plan doesnt make you successful.
Acting on it makes you successful. Do not be a full-time planner and a part-time
worker. Plan your workthen WORK YOUR PLAN !!

Consider, if you will, that these four (4) keys to success are like legs on a table. If you
removed one of the four legs, would the table still stand? Of course, but how stable would it
be? Moreover, if you leaned on the side with missing leg, the table would fall, correct? Well,
just as in the table example, if you completed 3 out of the 4 keys to success, you too would
get results in Real Estate. However, your career would not be stable. If the market changed,
or the interest rates increased dramatically, its like leaning on the table. Your career could
fall.
So to have a strong, stable and successful career, you need to have all four keys in place!

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AGENT BUSINESS PLAN / GOAL SETTING

Wheel of Life (exercise)

Directions: On the following page is a Wheel of Life. This will be a representation of

your life, as of today (Not what you want it be). Each piece of pie represents one of the
eight areas of life. You need to rate each area of life on a scale of 0 100% (0 being the
center, 100 being the outer rim), by sectioning off each piece and coloring it in. For
example, if your financial life was rated at 50%, then you would draw a curved line halfway
up the pie and color it in. The result would look like a half a pie. If your family life was 100%,
then you would simply color in the whole piece.
Remember, this is supposed to be a representation of your life as of right now, not 5
years from now. Do not sugar coat your life, making it seem better than it truly is. Be
honest. As in golf, if you cheat on your score nobody cares. Theyre too busy cheating on
theirs!

Visualization (exercise)

Directions: You will need to find a quiet location for this exercise, and youll need 30-45
minutes without interruptions or distractions. Sit upright in a chair, with your back against it.
Do not have anything in hands (notes, pens, etc) and uncross your hands, arms, and/or
legs. Close your eyes and focus on your life 5 years in the future. Remove all other
thoughts or concerns, and only allow yourself to dream about your life 5 years from today.
Dream about how much youll be making; about how your dream-home will look; about how
much you are worth, financially; about your physical being and your health; about your
family; and about every other area of life as outlined in the wheel of life. This exercise
should take exactly 15 minutes, so be prepared to clock it with a stopwatch or alarm. And
remember to remove all other thoughts.
Once the 15 minutes are up, open this Business Plan to page 6 which is titled, Where
will you be in the next 5 years? and write down everything you just visualized in the space
provided. Make sure you do this immediately after you visualized it, as you need to journal
your dreams when they are fresh in your mind. Write down as much detail as possible. The
more detail you write, the more you can see it. The more you can see, the easier it is to
achieve it. These are your true goals and aspirations for the next few years. Do not lose
sight of them. Refer to them often. Make them real !!!

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AGENT BUSINESS PLAN / GOAL SETTING

The Wheel of Life

100%

100%

100%
Physical

Spiritual

Contribution

Mental

0%

100%

100%

Social/Fun

Family

Business

Financial

100%

100%

100%

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AGENT BUSINESS PLAN / GOAL SETTING

Where will you be in the next five (5) years? VISUALIZE

Physically

Family

Business

Financial

Mental

Social / Fun

Contribution

Spiritual

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AGENT BUSINESS PLAN / GOAL SETTING

Year in Review:
Take a minute and review your production from last year. Fill in the charts below to the
best of your ability. Some things may not apply, or you may not have tracked, but fill in as
much as possible. The purpose is to see how you were doing your business before.
1

200_ PRODUCTION RECAP

1

Total Days Worked

Total Days Prospecting

Total Contacts

Total Listing Appointments

Total Listings Taken

Total Listings Expired

Total Listings Cancelled

Total Listings Sold

Total Buyer Sales

10

Total Price Reductions

11

Total Closed Transactions

12

Total Paid Income

13

Pendings at Year End

14

Inventory at Year End

15

Average Sales Price

16

Average Commission Check

200_ RATIOS
1

Contacts Per Hour

Hours Prospected to an Appointments

Hours Prospected to a Listing Taken

Hours Prospected to a Listing Sold

Hours showing property to a Buyer sold

Hours Prospected to a Closed Transaction

Dollars earned per hour while Prospecting

My New Plan Business and Personal Goals

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AGENT BUSINESS PLAN / GOAL SETTING

From your Wheel of Life and Visualization exercises come up with at least 2 goals per
each area of life that you would like to accomplish this year. Write down in bullet form what
they are. For the Business section, get more detailed and project all the details as per the
chart given. If you need help with this, refer to the section: Making it Easy Breaking
down the numbers.

200_ Goals

Physically

Family

See chart below for details

Business

Financial

Mental

Social / Fun

Contribution

Spiritual

Business Goals 200_

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AGENT BUSINESS PLAN / GOAL SETTING

Total Days Worked

Total Days Prospected

Total Contacts

Total Listing Appointments

Total Listings Taken

Total Listings Expired

Total Listings Cancelled

Total Listings Sold

Total Buyer Sales

10

Total Price Reductions

11

Total Closed Transactions

12

Total Paid Income

13

Pendings at Year End

14

Inventory at Year End

15

Average Sales Price

16

Average Commission Check

Action plan
Your action plan helps you put into place the 4th key to success, as mentioned at the
beginning: Action. Take a minute and create an action plan for each goal mentioned
above. Your plans should include, start dates, details of action, completion dates, ways to
track, etc. You want to start mapping out how you will succeed this year.
Note: you can copy and paste your action plan directly into this section.

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AGENT BUSINESS PLAN / GOAL SETTING

Making it Easy Breaking Down the Numbers

The following are statistics formed based on tracking Agents, from Top Producers to new,
and coming up with guidelines for your performance. A sample is provided along the way.
Sample:

Average Sale Price: $250,000.00

@ 3% commission (one side only) = $7,500.00
X 70% (Agents split) = Approx. $5,000.00

$100,000.00 in Earnings (Goal).

- @ $5,000.00 per transaction = 20 Transactions (sides/deals/ends, etc.)
- Since taking more listings is the recipe for success in Real Estate the ratio should be:
60 / 40 (Listings taken / Buyer sales) = 12 Listings Sold / 8 Buyer Sales
- (2/1) This ratio means for every 2 listings you take, youll sell 1. Therefore, to sell 12
listings, youll need to take 24 listings.
- (2/1) This ratio means for every 2 listing appts you go on, youll list 1. Therefore, to take 24
listings, youll need to go on 48 listing appointments.
- (5/1) This ratio means for every five leads you generate, youll get an appointment.
Therefore, to book 48 appts, youll need to generate 240 leads
- (12/1) Means for every 12 people you talk to (contacts), youll get a lead. Therefore, to
generate 240 leads, youll need 2,880 contacts.
Based on the fact that I will take four (4) weeks of vacation this year, one per quarter, that
leaves 11 months left for business. Also, since there are approx. 20 working days in the
month (no weekends) that leaves 220 working days for the year (11 months x 20). When
you divide the 2,880 contacts into the 220 working days, that equals 13 CONTACTS / DAY.
At 8 12 contacts per hour, that equates to 1 to 1.5 hours of daily prospecting to achieve
$100,000.00 in earnings this year!

THE BEST WAY TO EAT AN ELEPHANT IS

ONE BITE AT A TIME

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AGENT BUSINESS PLAN / GOAL SETTING

DAILY SCHEDULE:
Create a simple daily schedule to support the numbers and goals that youve set. Dont
make the schedule so strict you cant keep it, but keep it in front of you so it will motivate
you to do the job you have to do.
Sample:
7:00 AM
8:00 AM
8:15 AM
8:45 AM
11:30 AM
NOON
1:00 PM
1:30 PM

8:00 AM
8:15 AM
8:45 AM
11:30 AM
12NOON
1:00 PM
1:30 PM
2 :30 PM

2:30 PM

7:00 PM

Work on files, organize the day

Review business plan and goals
Practice scripts
Prospect
Return calls
Lunch
Handle problem files
Lead follow up, set appointments, contact
past clients / centers of influence
Listing appointments, showing
appointments, negotiate contracts or continue
to prospect

MAJOR CHALLENGES & SOLUTIONS:

To accomplish the goals youve set, there are going to be certain challenges youll face
throughout the course of the year. List them specifically with potential solutions throughout
each area of life and review them with your Broker/Manager.
Sample:
1

Remaining focused on this plan.

Solution
Read the plan daily, daily positive affirmations, develop better health and
exercise plan.

Complacency
Solution
Pre-book FOUR vacations for next year.

Delegation of the files.

Solution
Hire an assistant by April and work closely with the mortgage and title
company.

Distractions in the office.

Solution
Get a headset for prospecting, follow the schedule more carefully and dont
participate in office politics

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AGENT BUSINESS PLAN / GOAL SETTING

Organizing Your Business

Using some of these forms included will assist you in tracking and organizing your business. The
tracks sheets will help you maintain your leads more effectively and improve your lead follow-up.
The Listing Prep Form will help you qualify your listing appointments thereby, improving your
success rates on your appointments as well as eliminate wasted appointments that do not need
your attendance.

Lead Form
Date
Name
Address
City & State/Prov
Zip/Postal Code
Work
Home
Cell
Email
Client type
Next contact date
Future actions
Letter to send

Month

Day

Year

Month

Day

Year

OWNS
Style
Bedrooms
Bathrooms
Price range
Description
Notes:

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WANTS

AGENT BUSINESS PLAN / GOAL SETTING

Listing Appointment Prep Form

Listing Agent
Client
Work
Home
Cell
Email
Address
Appointment Date

_________________________ Time

_____________ AM / PM

Office

1
2
3

Will there be anyone else involved in the decision?

Are you interviewing anyone else at this time? If so, who and when?
Once you meet with me and feel comfortable with me, would you still find it necessary to meet with
other agents? If yes, (we would prefer to be the last interview.)
On what criteria will you choose a real estate agent as your representative?
Do you plan on listing with me at the appointment?
Where are you planning to move?
If out of the area, have you contacted an agent there yet? We would be happy to recommend a
reputable agent for you.
How soon do you have to move there?
Have you ever considered selling the property yourself?
How much would you like to ask for your property & how much do you owe on it?
Briefly describe your home (DO NOT SKIP, even if MLS information is available):

4
5
6
7
8
9
10
12

On Location

# bedrooms
# bathrooms
Total Sq. Feet
Finished Sq. Feet
Style of home
Year built
Finished basement?
Garage type
13
14

Are there any special features about your home that you feel would impact its value?
One FINAL question: Could you have a copy of any appraisals youve had done and all your
mortgage company information (loan # / contact info etc.) available? Great! That will really assist us
in servicing your property. Please have an extra key, as well as information about your taxes and
copy of survey if you have one.

Thank you so much for meeting with our EXIT team. We look forward to helping you and appreciate you
choosing to work with us!
Lead Source:

___________________________________________________________________

Appointment made by: _______________________________ Date: _________________________

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AGENT BUSINESS PLAN / GOAL SETTING

AFFIRM YOUR POSITION

Be sure to affirm daily, your position in life and in business. Affirmations are your blueprints. They
are the foundation of which your results are built upon. Plant the seeds now through
affirmations, and watch what youll grow! Below are samples of some fabulous affirmations
you can incorporate into your daily regimen in order to achieve success.

I am Successful
I choose wisely
I know exactly what I want and I am doing everything necessary to get it
I am detail-oriented
I have excellent perspective
I like myself unconditionally
I feel wonderful
I am healthy, strong and vibrant
I have unlimited potential
I live my life through deliberate intention
I am strong and I am getting stronger
I know exactly what to think, say and do in order to get the very best results
I am a positive person
I am powerful and I use my power wisely
I have great insight
I am action-oriented
I am motivated
I have a keen sense of direction
I am a winner and I am winning
I get everything done in perfect timing
I am energetic
I have tremendous endurance
I always ask effective questions
I can do anything I want to but I dont have to
I know that I know
I can because I know I can
I follow-up and follow-through perfectly
I understand success and how to achieve it
I am competent and diligent
I use time to my best advantage
I am at peace with myself
I am adaptable
I am filled with harmony, peace and calm
I solve all problems easily and effectively
I love my life and all that is in it

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